CAN TWO SALESPEOPLE REALLY BE THAT DIFFERENT?
CAN TWO SALESPEOPLE REALLY BE THAT DIFFERENT?
For starters, dealing with a salesperson with years of experience is definitely different from dealing with a salesperson that is just rounding out his or her first week in the industry.
Furthermore, dealing with a salesperson that puts your needs before his or her own is quite a different thing all together from dealing with a salesperson that puts his or her own needs first.
As another example, working with a salesperson that wants to build a partnership based on a win-win philosophy that involves helping your company reach its goals is far removed from the experience of dealing with a salesperson that simply wants to sell you a product and move on to the next account.
The question then becomes, how do you choose the right salesperson?
I personally think it’s as easy as looking at how he or she does business.
For example, are they willing to provide reference letters and testimonials when asked upon, can they answer your questions in a timely fashion, are they currently working with some of the key accounts in the area, and are they concerned with what your company is hoping to achieve or are they only concerned in telling you what you should do and what you should buy?
The answers to all of these questions should be good determining factors when choosing a salesperson; and if all else fails, go with your true gut feeling.
Just remember, choosing the wrong salesperson is sometimes as bad as choosing the wrong vendor.
CAN TWO SALESPEOPLE REALLY BE THAT DIFFERENT - To learn more about this author, visit Corey Poirier's Website.
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Saying that two Salespeople are the same is like saying that two pets are the same; and we all know that isn’t true.
For starters, dealing with a salesperson with years of experience is definitely different from dealing with a salesperson that is just rounding out his or her first week in the industry.
Furthermore, dealing with a salesperson that puts your needs before his or her own is quite a different thing all together from dealing with a salesperson that puts his or her own needs first.
As another example, working with a salesperson that wants to build a partnership based on a win-win philosophy that involves helping your company reach its goals is far removed from the experience of dealing with a salesperson that simply wants to sell you a product and move on to the next account.
The question then becomes, how do you choose the right salesperson?
I personally think it’s as easy as looking at how he or she does business.
For example, are they willing to provide reference letters and testimonials when asked upon, can they answer your questions in a timely fashion, are they currently working with some of the key accounts in the area, and are they concerned with what your company is hoping to achieve or are they only concerned in telling you what you should do and what you should buy?
The answers to all of these questions should be good determining factors when choosing a salesperson; and if all else fails, go with your true gut feeling.
Just remember, choosing the wrong salesperson is sometimes as bad as choosing the wrong vendor.
CAN TWO SALESPEOPLE REALLY BE THAT DIFFERENT - To learn more about this author, visit Corey Poirier's Website.
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Dave KurlanDave Kurlan is the founder and CEO of Objective Management Group, Inc., the industry leader in sales assessments and sales force evaluations, and the CEO of David Kurlan & Associates, Inc., a consulting firm specializing in sales force development. Dave has been a top rated speaker at Inc. Magazine's Conference on Growing the Company, the Sales & Marketing Management Conference and the Gazelles Sales & Marketing Summit. He has been featured on radio and TV, including World Business Review with General Norman Schwarzkopf, in Inc. Magazine, Selling Power Magazine, Sales & Marketing Management Magazine and Incentive Magazine. He is the author of Mindless Selling and Baseline Selling – How to Become a Sales Superstar by Using What You Already Know about the Game of Baseball. He created and wrote STAR, a proprietary recruiting process for hiring great salespeople, and he writes Understanding the Sales Force, a popular business Blog and is a contributing author to The Death of 20th Century Selling and 101 Great Ways to Improve Your Life, Volume 2. - Visit Dave Kurlan's Website |
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George LudwigGeorge Ludwig is a recognized authority on sales strategy and peak performance psychology. An international speaker, trainer, and corporate consultant, he helps clients like Johnson & Johnson, Abbott Laboratories, Northwestern Mutual, CIGNA, and numerous others improve sales force effectiveness and performance. Though it's George's strategies and processes that help corporations increase productivity and performance, it's his tremendous energy and dynamism that spark the transformation. Again and again, clients remark on his amazing ability to unleash human capacity and inspire men and women to break out of their comfort zones. The result is a whole new type of salesperson. His customized presentations teach achievers to make stunning advances in their lives. From helping salespeople realize cherished dreams to helping corporations exponentially accelerate revenue streams, George Ludwig leaves audiences and individuals empowered, emboldened, and clamoring for more. George is the best-selling author of Power Selling: Seven Strategies for Cracking the Sales Code and Wise Moves: 60 Quick Tips to Improve Your Position in Life & Business. - Visit George Ludwig's Website |
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